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How to Build a Solid Sales Team?
This article discusses how to build a solid sales team by focusing on retaining experienced employees, sharing benefits, communicating expectations, and using goal management with reminders and rewards.
张峻老师The Essential Daily Management Course for Distributor Owners
When it comes to management, the most important aspect is managing people. A company is made up of individuals, each with their own unique thoughts, so regardless of company size, managing people is an unavoidable required course. This article covers recruitment, managing the post-80s and post-90s generations, retaining key employees, selecting middle managers, and promoting department heads from within.
New DistributionHow to Run Promotions for New Product Launches?
New product launches require promotions to encourage risk-taking purchases, increase incremental profits, and counter competitive threats. However, common pitfalls include substituting promotions for regular sales and disconnecting marketing from sales. Post-promotion, companies should focus on expanding regular shelf space, improving trade relations, increasing store penetration, building the sales team, and leveraging consumer insights.
李鉴金The Midlife Crisis of Retail
The decline in retail has been evident since around 2011, though not initially obvious, but has accelerated in recent years, with some small retailers reaching the end by 2015. Many companies are desperately adding online components like websites, apps, official accounts, and micro-malls, but fail to sustain them. With rapid economic growth over the past 20 years, physical retailers, especially supermarkets and electronics chains, experienced wild growth, becoming regional 'commercial warlords' and going public, but their recent performance has been deteriorating.
New Distribution2016 Is Tough: How Can Distributors Turn Crisis into Opportunity and Transform Themselves?
Amid an economic downturn, a distributor expressed his anxiety: "Now even in some townships, there are big-box stores, and there are logistics distributors without physical stores that take orders by phone or online, with only warehouses and delivery. This has a big impact on traditional brick-and-mortar distributors. What should we do?" Making money is hard, and they are eager to change but unclear about the future. These are indeed challenges, but every problem has a solution. Recognizing the current crisis is the first step to resolving it.
New DistributionSince You Work for a Company, This Is How You Should Do It!
1. No matter who you work for, learn for yourself and objectively create value for the company. I never felt I was working for others; I was working for myself, focusing on what I could learn. 2. Rewards are proportional to investment; coasting is wasting life. Learn to do ordinary things better than others.
New DistributionChinese Consumer Preferences Shift Rapidly Toward Mid-to-High-End Products
The moderate slowdown in China's overall retail sales growth masks multiple upheavals beneath the surface. Recent studies show changing tastes and shopping habits, with consumers curbing luxury purchases abroad, becoming more discerning at home, and prioritizing spending on health, family, and experiences. A survey by FT Confidential Research indicates that overall growth in discretionary spending likely continued to slow in March, following a 10.2% year-on-year increase in retail sales in the first two months of the year, down from 10.7% in 2015 and 12% in 2014.
New DistributionWhat to Do When a Second-Tier Distributor Engages in Cross-Sourcing and Price Undercutting?
A distributor is the contracted first-tier general distributor for a manufacturer, buying juice at 38.5 yuan per case. A nearby wholesaler, without any contract, sources products from outside and undercuts prices, disrupting market order. If the "illegal" wholesaler's price is lower than the general distributor's, what should be done? 1. Fight fire with fire, targeting the pain point: If you find a wholesaler undercutting your product's price, go directly to negotiate. Is it useful? If the distributor is very powerful locally, it might help to bring the wholesaler to the table, because regardless of legal or illegal means, the distributor can "intimidate" the wholesaler to some extent.
魏庆老师Performance Swings Wildly: How Can Uni-President China Break Out of Its Predicament?
My view is clear: after the free trade zone becomes the norm, high-quality FMCG products from abroad, which have already undergone upgrades more than a decade ahead of China, will enrich China's FMCG market. Our consumption habits and concepts will undergo tremendous changes, posing a huge impact on Chinese FMCG companies. At the same time, during the supply-side upgrade, Chinese FMCG companies will inevitably face overcapacity and inventory reduction, leading to a double blow to their performance. However, huge challenges often bring huge opportunities. Here, I analyze Uni-President China, a leading Chinese FMCG company.
New DistributionDecoded: How JDB Managed to Sell 200 Million Yuan in 11 Days During the Spring Festival?
Execution is the final battle, but planning is the guarantee of execution. 2015 was both the most dangerous and the most opportunistic year for JDB. The danger came from competitors' repeated legal victories, forcing JDB to make changes; the opportunity came from the transformation that allowed consumers to clearly distinguish the two brands and completely break away from competitors. From 'Celebrate an Auspicious Year' to 'Attract Wealth and Treasures', this article reveals the strategies behind JDB's Henan campaign, which achieved 200 million yuan in terminal sales during the 11-day Spring Festival peak.
纳兰醉天The 7 Tricks Distributors Use to Bargain with Sales Reps, and the 17 Ways to Counter Them
Distributors often use seven bargaining tactics to pressure sales reps into lowering prices, such as claiming prices are too high, asking for further discounts after a deal, demanding freebies, requesting credit, and more. To counter these, sales reps should follow 20 principles, including never making concessions without conditions, never revealing their bottom line, and always trading concessions for something in return.
张宇Workplace Professionals, You Need to Learn to Manage Your Boss
Managing your boss? Yes, you read that right. Because your boss is human, not divine, and has shortcomings and character weaknesses, their management cannot be entirely scientific or accurate. Some bosses even have lower management skills than their subordinates, making it difficult for you to advance or retreat. A typical situation is when your boss, lacking in 'resource power, reward and punishment power, information power, expertise power, and personality power,' should adopt a weak management mindset but instead acts oppressively and forcefully.
肖阳When Distributors Treat Brands as Spare Tires, How Can the Spare Tire Become the Primary?
Distributors understand the principle that the customer can bully the supplier. Having a single dominant brand or staking everything on one brand is not good news for experienced distributors. Therefore, in their ideal scenario, distributors need a 'whetstone' brand to keep the primary brand in check without letting the secondary brand take over. This is a common challenge in distributor management: the industry's second-largest brand often struggles against the leader while sharing the same distributor.
黄润霖How to Increase Regional Sales by Increasing the Number of Effective Outlets
Competitive pressure, rising operating costs, and the entry of new distributors constantly put distributors at risk of market fragmentation. The only way to resolve this is to increase regional sales, but as competition intensifies, traditional methods seem to fail. The formula for regional sales is: Regional Sales = Number of Outlets × Purchase Volume per Order × Purchase Frequency per Time. Thus, there are two ways to boost sales: having more effective outlets to quickly increase sales, or making each outlet sell more.
New Distribution22 Analytical Reports for Distributors to Boost Team Performance with Data Management
Many distributors have adopted sales management software for terminal sales, primarily for convenience and oversight, but the data generated during operations is a valuable asset. This article outlines 22 key analytical reports that distributors can use to track sales targets, monitor anomalies, supervise project execution, and apply pressure through data, ultimately enabling informed decision-making and improved team performance.
赵波Learning Terminal Management from Wahaha
Terminals are where products are sold and reach consumers, making them a critical battleground for brands. Wahaha's unique terminal management approach, including price difference management, anti-diversion measures, and innovative display strategies, offers valuable lessons for maximizing sales efficiency.
罗宏文A Director Earning 2 Million a Year Shares: Strip Away Your Expertise, What's Left?
A high-level executive from Taiwan's Hsinchu Science Park, earning 2 million annually, shares how his mentor's question—'Your job is great, but strip away your expertise, what's left?'—made him realize the importance of continuous learning and preparing for change. He warns that advantages now last only six months, and urges readers to learn proactively rather than wait until it's too late.
New Distribution67 Ways to Respond to 42 Reasons for Terminal Refusal to Stock
In an increasingly competitive market, controlling the terminal is essential. Many terminal salespeople struggle to visit many stores a day, have low communication efficiency, and lack effective responses to various terminal 'excuses', leading to poor performance. This article compiles and edits terminal sales scripts from marketing experts to improve visit and distribution success rates.
魏庆老师Eighteen Reasons for Sales Failure
Every salesperson should take responsibility for their own success or failure. If you find yourself complaining daily that you're not cut out for sales, lack ambition, hate visiting clients, fear rejection, or blame your boss, you're already on the wrong path. To become an excellent salesperson, avoid the following mistakes.
New DistributionSelecting Products from Scratch
Recently, I've been asked frequently about how to select products, so I decided to write an article as a response. My answer is simple: select products from scratch. Why? Because the original product system is completely outdated, and patching it up won't solve the problem. The industry has an opportunity to 'turn around,' 'reshape,' and 'redo' everything, which is a rare chance. Selecting from scratch means abandoning the original product system, treating it as zero, and starting over. This also means that regardless of your current position, you get a chance to become the future 'leader.'
刘春雄From Sales Representative to Sales Director: 8 Things You Need to Prepare in Advance
The workplace is a complex entity; behind the glamorous facade of power and influence, there must be hardships unknown to others. This is actually quite fair. Effort may not always be rewarded, but without effort, there will certainly be no reward. If you are willing to change, perhaps next time the envious glances will be directed at you. For those friends who want to change themselves, it is still necessary to see some things clearly, and I would like to share some experiences with you. As a fellow professional, I also have my own experiences and feelings. During my 3 years of employment, I received...
New DistributionIndustry: Plant-Based Protein Drinks Surge, with Coconut Juice Leading the Way
Chinese consumers are increasingly favoring plant-based protein drinks, with coconut juice being the most popular. According to Mintel's latest report, 87% of Chinese consumers have consumed such drinks in the past six months, and the market is expected to grow significantly by 2020.
New DistributionThe Bucket Theory Is Dead; the Long Board Theory Is What You Must Master!
The famous bucket theory—that a bucket's capacity is determined by its shortest plank—was effective in the industrial age but is now obsolete in the internet era. Today's companies don't need to excel at everything; they can outsource weaknesses and focus on their core strengths, leveraging partnerships to fill gaps, as exemplified by PepsiCo and Google.
New DistributionWhy Can't Distributors Grow? How to Secure 'Funding' from Manufacturers to Expand Your Business?
This article identifies two types of distributors that can never grow: those who micromanage everything and those who delegate everything. It then outlines five strategies for distributors to secure more support from manufacturers, including analyzing manufacturer needs, presenting a compelling market vision, accepting small losses for long-term gains, building self-sustaining operations, and aligning with top-tier manufacturers.
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